Articulating Business Outcomes

Description:

Selling technology and service solutions requires everyone in a customer facing role to speak the same value language and effectively articulate the value your solutions will create for the customer. Built upon the principles of our Value Assessment Methodology, this will enable those in service sales, support and delivery roles to have business value conversations and articulate the value created. Sprinkled with the necessary soft skills and thoroughly adapted to selling solutions and services; and always carefully customized to your business. The program is typically 1 ½ days of interactive workshop activity. Participants learn in teams working on live customer opportunities and building/presenting value profiles.

Duration:

Approximately 1.5 days

Always Customized:

Every program is customized for your business reflecting your solutions and how they create value for your customers. The customization of the materials and the instruction makes learning relevant and meaningful.

Create an Initial Value Message that commands attention and provides a reason for the customer to meet with you.

Effectively isolate and deal with customer objections.

Question and probe more effectively to uncover the real business pain and other value creation opportunities.

Work through the basics of benefits analysis, quantification and financial impact of their solution.

Discuss how to leverage value related knowledge to make each selling engagement more effective.

Build and present a Value Profile that articulates the value your solution will create for a live customer opportunity.

Tools:

All participants receive easy to use tools that accelerate learning and ensure professional customer presentation. The tools are provided in native applications and may be embedded in CRM systems or other customer systems.

The CI – 8 Critical Information Areas

The Value Assessment Kit

Common Sense Questioning Framework

The Investment Analysis Tool

The Value Profile Template

Learning Progression:

All of our programs follow our Learning Progression consisting of Prework, Workshops and Application and Reinforcement.